Business Development Manager

LOGICALIS SINGAPORE PTE. LTD.; Singapore; On-site; SGD 180,000 - 240,000; Full time

Job summary

Logicalis Singapore is seeking an experienced Business Development leader to drive cloud opportunities and revenue growth across Singapore, collaborating with regional teams and winning lighthouse accounts in key industries.

You will blend sales leadership, market making, cloud solution specialization, and alliance management to expand cloud, security and modern workplace offerings for the long term.

Qualifications

• Min 10 years’ experience in consultative selling and business development of cloud solutions and services.
• Experience managing partner programs, tools and incentives.
• Proven track record of overachieving cloud sales quotas and targets.
• Experience in a matrix organization with multiple functions.
• Understanding of large-scale cloud initiatives and infrastructure projects.
• Knowledge of partner ecosystems and leveraging programs and solutions.
• Fluency with Microsoft Licensing constructs (EA & CSP).
• Experience at Microsoft or a systems integrator partner.
• Knowledge of hyperscaler ecosystems (AWS, GCP, others).
• Broad knowledge of enterprise cloud platforms and mapping to business needs.
• Ability to build long-term trusted technology advisor relationships.
• Ability to ensure customers benefit from latest cloud innovations.
• Preferred: MSFT certifications across Azure, Security, AI, M365.

Responsibilities

• Drive Singapore market sales strategy and opportunities, with regional support.
• Identify and frame new growth opportunities with sales, solutions, and marketing.
• Design implementations aligned to Logicalis’ solutions and services.
• Be the Trusted Cloud Advisor; grow relationships and hit sales quotas.
• Shape strategy and partnerships for mutual long-term benefits with senior leaders.
• Develop and share market insights, trends, and competitive dynamics.
• Establish a network of ecosystem partners for joint demand generation.
• Plan and drive cloud solutions sales and lifecycle in collaboration with teams.
• Account plan with sales to win bids and secure strategic deals.

Skills

Consultative selling

Business development

Cloud solutions

Partner programs

C-level engagement

Solutions architecture

Alliances & partnerships

Go-to-market strategy

Job description

Logicalis is an international multi-skilled solution provider providing digital enablement services to help customers harness digital technology and innovative services to deliver powerful business outcomes.

Our customers span across industries suchas financial services, TMT (Telecommunications, Media and Technology),Education, Healthcare, Retail, Government, Manufacturing and Professional services. Our focus is to engage in the dynamics of our customers’ vertical markets and apply the skills of our employees in modernising key digital pillars, Data centres and Cloud services, Security and Network Infrastructure, Workspace communications and collaboration, Data and information strategies, and IT operations modernisation.

Logicalis Group has an annualised revenue of over $1.9 billion, from operations in Europe, North America, Latin America ,Asia Pacific and Africa. It is a division of Datatec Limited, listed on the Johannesburg Stock Exchange, with revenues of over $4 billion.

As we continue to grow as a business, our people are our key differentiator with our competitors, and developing and retaining our talent is a key priority for all of our businesses. We will recommend that you watch this short video with input from our employees around the world. Logicalis -https://www.logicalis.com/resources/logicalis---a-great-place-to-work/A Great Place to Workhttps://www.logicalis.com/resources/logicalis---a-great-place-to-work/

The Role:

As a Business Development leader at Logicalis, you will contribute to the overall performance of our Singapore business, measured by revenue growth, net new customers, and reference wins. You will have a broad role – part sales, part market maker, part cloud solution specialist, and part alliance and partnership management –and will build a strategy focused on winning new customer segments and growing existing customer segments for the long term.

In this role, you will build and execute sales plays, content and tools to build pipeline, and to identify, drive and close Cloud Infrastructure, Security, AI, Data and Applications opportunities, helping win lighthouse customers in key industries and supporting the sales and solutions teams on the rapid close of strategic deals with global and regional solutions teams.

Accountabilities:

• Drive business development strategy and activities primarily for Singapore market along with assisting regional teams for opportunities across other Asian markets
• Identify and frame net new business growth opportunities, working in close collaboration with sales, solutions and marketing teams
• Understand customers' overall cloud and digital transformation portfolio, IT and business priorities and success measures to design implementation architectures and solutions aligned to Logicalis’ Solutions and services
• Be the Trusted Cloud Advisor and deliver success against sales quota attainment, by cultivating long-term relationships focused on understanding customers' needs and wants; earn trust and gain credibility by utilizing deep technical expertise to design and deliver valued solution architecture(s)
• Be our cloud partner back into Logicalis to help us shape our strategy and partnerships for long term mutual benefit ensuring senior leaders are aware of our progress and where we must do better
• Develop, share and enable Logicalis’ sellers across customer, market and industry trends and insights including competitive and market dynamics, product and technology trends
• Establish network of relationships with other key ecosystem partners for joint demand generation and amplification of Logicalis cloud solutions and services
• Plan and drive the sales, consumption and sell-through of Logicalis’ cloud solutions and services portfolio
• Understand and identify customer’s needs through in-depth account planning with sales teams and profiling to win bids and strike innovative deals with pre-sales teams.

In this role you will spend:

• 40% time with customers as well as Logicalis’ sellers and pre-sales teams in identifying and developing new cloud opportunities which align to the customer’s technical and business strategy. Working closely and engaging with Solutions & Marketing teams on prioritized customers. This includes proposal write up, sizing and presentation to all level in customer organization
• 40% time with teams to co-design and co-execute programs and motions to facilitate business development and growth across cloud, security and modern workplace technologies and to capitalize and utilize partner incentives, rebates and other benefits and entitlements
• 20% time working and collaborating with Logicalis Regional and Global teams on go-to-market strategies by providing feedback on current and future market and customer requirements.
  

Experience:

• Min 10 years’ experience in consultative selling and business development of cloud solutions and services
• Working in customer and partner facing roles, with experience in managing partner programs, tools and incentives
• A solid track record of overachieving cloud sales quotas and targets along with building rapport with senior C-level stakeholders and identifying, leading and executing new business development initiatives with customer centric approach on a worldwide scope.
• Proven ability to deliver results in a matrix organization (leveraging multiple functions and teams)
• Understanding of large-scale cloud initiatives and/or infrastructure projects.
• Understanding of Partner ecosystems and the ability to leverage their programs and solutions to solve customer needs
• Fluency with Microsoft Licensing constructs, including EA & CSP
• Experience working at Microsoft or a systems integrator partner
• Good fundamental knowledge on hyperscaler ecosystem(AWS, GCP, Others)
• Experience working with cloud computing technologies/companies
• Broad knowledge of enterprise cloud platforms and ability to map relevant technologies to customer IT and business needs and priorities.
• Ability to build long-term trusted technology advisor relationships that result in solid, meaningful strategic technology conversations and sales results.
• Ability to ensure that customers benefit from the latest cloud innovations and solutions.
• Preferred: MSFT professional certifications across Azure, Security, AI, M365